The relationship between personality traits and susceptibility to social influence

作者：

Highlights：

• Users who are high in Neuroticism are more likely to be susceptible to Social Learning, Social Proof and Social Comparison.

• Users who are low in Openness are more likely to be susceptible to Social Proof and Social Comparison.

• Users who are low in Conscientiousness are more likely to be susceptible to Social Learning and Social Poof.

• The relationships between Neuroticism/Openness/Conscientiousness and the three social influence strategies cut across gender.

摘要

•Users who are high in Neuroticism are more likely to be susceptible to Social Learning, Social Proof and Social Comparison.•Users who are low in Openness are more likely to be susceptible to Social Proof and Social Comparison.•Users who are low in Conscientiousness are more likely to be susceptible to Social Learning and Social Poof.•The relationships between Neuroticism/Openness/Conscientiousness and the three social influence strategies cut across gender.

论文关键词：Persuasive strategy,Personality,Big five,Social influence,Social proof,Social learning,Social comparison,Neuroticism,Openness,Conscientiousness

论文评审过程：Received 4 July 2018, Revised 12 November 2018, Accepted 26 January 2019, Available online 28 January 2019, Version of Record 3 May 2019.

论文官网地址：https://doi.org/10.1016/j.chb.2019.01.032